愛默生曾說「你是誰，比你所說的話更有分量。」（Who you are speaks so loudly I can’t hear a word you’re saying.） 你怎麼看待你自己，客戶就怎麼看待你。 如果你把自己當成一個有很好知識，有很好態度的業務人員，客戶也會這麼看待你。贏得生意的關鍵點從來都是專業知識和態度，而不是姿態有多低。
An Overly Low Profile is a Hindrance for Sales People
As a sales person, no one can put you down without your permission. I often see that some sales people are overly low-profile in treating customers. It’s good to be humble, but being too low-profile is unnecessary and potentially harmful.
The most important thing for sales people is what benefit you can bring for your customers, especially in B2B business. Both position and title don’t mean anything if you can’t provide professional service for your customer on the job.
A sales person is supposed to represents his company to the best of his ability. Even if you are working in a small company, you still have an equal position with your customers.
What does having “equal position” for a sales person mean? It means respecting your customers and understanding your customers’ needs, but it also means making your customers understand what products and services you can provide and what your bottom line is in this business.
Sales people are not only selling products to customers but are also providing information to assist them. We deliver value to our customers through our products. When we can provide useful knowledge about our products or services for customers, we will also win their respect.
As Ralph Waldo Emerson said, “Who you are speaks so loudly I can’t hear a word you’re saying.” Customers will treat you as you treat yourself. If you treat yourself as a professional sales person with good knowledge and a good attitude, your customers will also view you as a professional sales person. The key point for winning business in sales is always a combination of knowledge and attitude, not how low a profile a sales person takes.